THE PROGRAMME
SalesClimber is a business development training programme aimed specifically at architects, engineers and surveyors.
SalesClimber comprises fourteen in-depth video presentations, covering the theory and psychology of sales, along with practical how-to guidance and explanations of the actual strategies I use to win new clients.
In addition, I introduce eleven unique real world missions, each of which are a practical step, providing an actionable route toward winning brand new clients.
All of which is augmented by on-demand online mentoring, to provide further guidance, ideas and encouragement, to give those following the course, the very best chance of success.
Video Presentations
Video 1 - The Power in Being Able to Sell
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What is the most important function for any business?
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How does having the ability to sell improve your business and career?
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What's the one innate trait required to be successful?
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Why personality type is not important when it comes to selling.
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What are the three principal ways to win new business?
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Examples of how I won new clients.
Video 2 - Characteristics & Attitudes for Success
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Why are some people better at selling than others?
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What four key characteristics do the best at selling display?
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What two attitudes are key for success in our industry?
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How can you adopt these characteristics and attitudes?
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Examples of when I failed - and succeeded at selling and what I learnt.
Video 3 - The Importance of a Strong Brand
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What is a brand? What is branding?
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How can consultants enhance their brand and visibility?
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Why is credibility so important when it comes to selling?
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What is a price taker, what is a price maker?
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How to be a price maker.
Video 4 - Choosing a Target Sector
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Why a focussed approach in targeting your time is important.
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What criteria to use, when choosing a target sector.
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Why a unique selling point (USP) is so powerful.
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How to develop your USP.
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Examples of USP's I used successfully.
Video 5 - Identifying Companies & Decision Makers
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Where to find companies in your chosen sector.
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What kind of initial research should be undertaken.
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How to identify decision makers.
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How to find contact details.
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The value of a Client Relationship Management (CRM) system.
Video 6 - Developing a Systematic Approach
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The advantages of using a selectivity matrix.
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What criteria should you use in your selectivity matrix.
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How to decide on a scoring system.
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What further research should be undertaken.
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Developing a target list spreadsheet.
Video 7 - Conversation Skills - How to Build Rapport
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What's the most important thing to a person?
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What's an individual's favourite subject?
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The importance of being sincere and genuine.
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Why you should never try to sell.
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Why you should always try to be helpful, even if there is nothing in it for you.
Video 8 - How to Get a Meeting With a Decision Maker (1)
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Why you need a 'hook'.
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How to quickly demonstrate credibility.
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How you can show a meeting will be of value to the other person.
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Detailed breakdown of a conversation with a prospect.
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What you should not do.
Video 9 - How to Get a Meeting With a Decision Maker (2)
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Why taking the direct approach will accelerate your business winning.
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Reverse engineering the process.
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What type of research should be undertaken.
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How to motivate a decision maker to want to meet you.
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A detailed breakdon of a conversation with a prospect.
Video 10 - Dealing With Setbacks & Failures
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How to tackle limiting thinking.
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How to follow the process and not worry about the outcome.
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Why failure hurts and how to rationalise it.
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Why your results will follow a compounding growth trajectory.
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Why self reflection is important, but why you shouldn't dwell.
Video 11- Preparing to Meet a Decision Maker
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Why it's usually best to be joined by a colleague.
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Factors to consider when choosing the right colleague to join you.
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Research to undertake.
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Preparing a briefing document.
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Aspects to discuss and agree with your colleague prior to the meeting.
Video 12 - What to Say when Meeting a Decision Maker
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What should be the purpose of a first meeting?
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What structure should the meeting follow?
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What questions should you ask the prospect?
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Is now the time to try to sell?
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The best way to conclude a meeting.
Video 13 - How to Follow-Up & Build a Relationship
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The importance of a debrief.
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The three most likely outcomes from a first meeting.
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How to respond to each of these outcomes.
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How often to stay in touch and in what form.
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How to create your own luck.
Video 14 - You've Got an Opportunity! How to Win it
- The two emotional reasons that determine all buying decisions.
- How to find out what these are.
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What pricing strategies exist?
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When should these pricing strategies be used.
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How can you differentiate your proposal from your competitors?
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Why all new client wins should be celebrated.